Selection & Segmentation
Every Trend Micro Partner is different. You each possess an individual and unique profile reflecting our geographical coverage, company size, product, service and solution portfolio, skills, expertise and your network of customers.
Through the Affinity Program, Trend Micro seeks to offer our partners a consistently high quality of service in marketing, sales and support which are tailored to your individual needs and the needs of your customers. With this in mind, a cornerstone of the Affinity Program will be our new inclusive approach to Partner selection and segmentation.
An inclusive program
Unlike many traditional Partner Programs, the Affinity Partner Program aims to recognize the many different ways in which partners bring value to their customers, not just by measuring revenue and certifications as criteria. As a result, the Affinity Partner Program will appeal to many different types of partners, however they choose to compete in the marketplace.
Holistic approach to value assessment
Partners enrolled in the existing Trend Micro Partner Program will be automatically transferred into the Affinity Partner Program upon launch, with equivalent status. However, to provide partners with the opportunity to advance through the program, Trend Micro has developed an Affinity scorecard that will better help assess both the quality and value of the partnership, as well as determine the allocation of investment, support and resources partners need.
There are 5 categories under which points can be scored:
Coverage–measures a partner’s coverage of geography, markets, customer types and product types.
Capability–measures a partner’s capability to perform the selling, marketing and customer support functions required of it.
Capacity–measures a partner’s current and potential capacity to sell, market and support customers.
Commitment–measures a loyalty and commitment that a partner demonstrates towards the relationship with Trend Micro.
Contribution–measures a partner’s financial contribution to Trend Micro.
